Eric,a novice salesman,works for a pharmaceutical company.He is heading out on a sales trip.Which of the following should he follow to succeed in his sales effort?

Question

Quizplus · Accepted Answer

Asking for a small favor before making a big request is known as the foot-in-the-door technique and has been shown to be effective in increasing compliance. This could be something as simple as asking for a moment of the prospect's time before diving into the sales pitch. This creates a sense of obligation and increases the likelihood of the prospect being receptive to the larger request (i.e. making a purchase).

Eric,a Novice Salesman,works for a Pharmaceutical Company